Most leaders are sponsored by someone who isn’t a leader.
Interesting, eh? That means that if we want to be a leader, chances are that we won’t have much upline support. If we do get any upline support, just consider that as a lucky break.
Also, if we don’t intend to be a leader, it probably doesn’t matter if we have upline support or not.
We have to ask ourselves:
“What is it that I want my upline to do that I am unwilling to do myself?”
The answer is obvious. We should do the work ourselves.
It’s tough – but if we don’t take this viewpoint, here is what happens:
If we mistakenly believe that our upline is necessary to build us into a leader, then that means we also must hold the hands of our own unmotivated distributors and do their work for them, too. Ouch!
Not a pleasant picture.
So remember, most leaders are sponsored by someone who isn’t a leader. Becoming a leader is up to us.
Someone asked me for a sales script to set an appointment with a friend.
Think about that one. What comes to mind?
And the longer we think about this, the more we just shake our heads.
So instead of giving a “sales script,” let’s invest our time in giving our new distributors passion, belief, and a desire to share the good news.
Why do some ads pull more responses than others?
It’s simple. Sometimes the ad writers simply have the wrong focus. The ad writers forget what they want their advertising to do.
The purpose of an ad is to get your prospect to contact you.
The purpose of an ad is not to sell your prospect on your opportunity.
The difference is monumental. It’s easier to motivate prospects to call when you don’t have to worry about selling your opportunity. So go back and look at some ads. Check and see if the ad writer focused on getting a response from the prospect, or tried to sell the opportunity.
It happens a lot. A caller pleads:
“I’m broke. I can’t afford a distributor kit. I can’t afford your opportunity. I want to become a millionaire. So how do I get started?”
The answer is simple:
First, become a “hundred-aire.”
Second, become a “thousand-aire.”
Third, then become a “million-aire.”
You see, if the caller can’t learn how to accumulate $100 after years of working, how will the caller ever have the discipline to accumulate even one thousand dollars?
It’s easier for most people to eat out at restaurants, play video games, smoke cigarettes, drink beer, buy non-necessities that are on sale, buy a new car on payments, etc. — than it is to save $100.
Until that pattern is broken, even the best network marketing opportunity won’t solve their problems.
Just a simple question or sentence can totally change your prospect’s outlook toward you and your business.
Try asking one of these questions:
Do you think a part-time job would be better for you than a part-time business?
(Most prospects will immediately attach themselves to wanting a part-time business. Hey, working a part-time job until age 65 doesn’t sound like much fun.)
Starting our own business would cost a lot of money … and is pretty risky, isn’t it?
(Most prospects will agree and say that’s why they haven’t tried. Now they are open-minded toward a business if it doesn’t require a lot of money and is not risky.)
Would a $500-a-month raise make a big difference?
(Gee, that’s $6,000 a year. That would pay for a really nice vacation, a better car, an occasional weekend getaway, or the minimum payment on the credit card. This question is rejection-free. Even if the prospect says, “No,” that means the prospect might be looking for bigger money. And you know your prospect can’t get this kind of raise from his or her boss.)
You’re sitting at the beach with all your boring relatives. To keep the conversation going, you say:
“I’ve decided that I’m going to set some new goals for this year. I’m not happy just staying in the same place year after year. And I’m not waiting for January 1. I’m setting new goals now.”
Now, what is your brother-in-law going to say? He can’t appear to be a boring, unmotivated jerk. I’m sure he won’t say:
“Well, I hope next year will be just the same as this year. I enjoyed working 50 weeks and really appreciated the two weeks I got for vacation. And my family loved the peace and quiet around the house when I worked all that overtime. Yep, I sure hope I get to do it again.”
Instead, maybe your brother-in-law will say:
“You know what? I’m not that happy with only two weeks of vacation. I can’t see spending the entire year working, and doing the same thing year after year. Maybe I should think about a change?”
And now the conversation begins. 🙂
Many years ago an attorney, Barry LePatner, made the following statement:
“Good judgment is usually the result of experience. And experience is frequently the result of bad judgment. But to learn from the experience of others requires those who have the experience to share the knowledge with those who follow.”
In other words, we can go out and make our own mistakes by trial and error, or we can observe and listen to those who came before us and have made those mistakes already.
This is one of the duties of our sponsor. Our sponsor can save us valuable time and money by letting us know what works, and what doesn’t work.
Of course, this is assuming our sponsor actually did something. 🙂
If our sponsor spent his career moving computer pixels from one side of the computer screen to the other, chit-chatting on social media, or reading endless positive attitude books … well, then our sponsor wouldn’t have much experience to share with us.
So let’s make sure we are great sponsors. Let’s actually do something. Let’s have plenty of experience in prospecting, presenting, and actually working with people.
Our downline deserves our experience.
Ever had this happen?
Prospect: “I can’t afford $49 for a distributor kit.”
Sponsor: “You have cable television, right? Which will make you more money? Cable television or our opportunity?”
If your prospect doesn’t subscribe to cable television, just modify your approach for the following:
* Extended smartphone plan
* Eating out at restaurants
The four prospecting steps:
The company pays us to get a decision. Step #3.
The company wants us to do step #1, #2, and #3.
The company already has tons of literature, websites, and videos for step #4, the presentation.
The only thing the company doesn’t want us to do is step #4. The presentation. The company can do that for us. They already have a video or a website or an opportunity meeting.
So a new distributor does this:
Skip step #1.
Skip step #2.
Skip step #3.
And says, “I am excited. Let me go out and give some presentations!” (Step #4.)
Yeah, the distributor skips to the only step he is not supposed to do.
Most people reading this totally “get it” – but if this sounds strange to you, then maybe no one ever told you about how network marketing actually works in the real world.
If your prospects complain about the cost of becoming a distributor, maybe they don’t see the value of your business proposition. You can solve this problem easily by building value in your closing offer.
Try saying something like this:
“So how much would it be worth to you to add an extra $500 a month to your regular income?”
Wait for an answer. Your prospect is thinking that maybe the opportunity is worth at least $500 and probably a lot more. Your prospect is now becoming aware of the tremendous value of your program.
Remember, the key is to allow your prospect the time to think about the value.
Don’t interrupt. The longer you wait, the more value is being added in your prospect’s mind.